Abstract
By introducing anthropological ritual theory, particularly the concept of liminality, this article contributes to a process-oriented view on intercultural negotiations and highlights the importance of bicultural or marginal individuals for their success. These individuals are understood as experts of the intercultural transition (ICT), which needs to be made for a successful negotiation process. Focusing on a specific Sino-German context, this study provides an example for how high bicultural identity integration (BII) facilitates the success of intercultural negotiations. The contribution of this study lies in contextualizing large theoretical concepts such as biculturality, cultural otherness, and marginality and in applying ritual theory to intercultural negotiations and the cultural ‘in-between’. It highlights the role and importance of liminal actors with a high BII for their success. These findings suggest that cross-cultural management research and practice should pay particular attention to marginal or bicultural individuals. Culture should be studied at its margins and as a process that evolves in specific intercultural micro-contexts.
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